[Tony Robbins] Mastering Influence Day 1: Commitment: Your Greatest Power

00:59:04
https://www.youtube.com/watch?v=t6m8zakl0L4

摘要

TLDRTony Robbins présente 'Mastering Influence', un programme de 10 jours destiné à renforcer l'impact émotionnel et à augmenter les ventes par la maîtrise de l'influence. Robbins insiste sur l'importance de comprendre et de surmonter les barrières qui empêchent l'action, et de développer une raison impérieuse pour réussir dans la vente. Le programme se fonde sur l'apprentissage par répétition et la mise en œuvre des stratégies enseignées. Il est coanimé par Joseph McLendon III et propose des exercices pratiques ainsi que des outils audio pour intégrer ces techniques dans la vie quotidienne. Robbins met également l'accent sur l'importance de l'intégrité et de la capacité à gérer son propre état émotionnel pour influencer efficacement les autres.

心得

  • 🎯 L'influence est clé pour le succès personnel et professionnel.
  • 🔑 Comprendre et surmonter ses propres barrières est essentiel.
  • 🧠 La répétition et l'application sont cruciales pour maîtriser une compétence.
  • 🤝 L'intégrité est fondamentale pour construire des relations durables.
  • 🔥 Les raisons impérieuses motivent des performances élevées.
  • 📚 Utiliser le programme pendant les 'Net time' (sans temps supplémentaire).
  • 📈 Adopter des stratégies éprouvées pour augmenter les ventes.
  • 💪 Gérer son état émotionnel pour influencer avec succès.
  • 🌍 L'influence va au-delà de la vente, impactant la communauté et la famille.
  • 🛠️ Des exercices pratiques pour intégrer les techniques dans la vie quotidienne.

时间轴

  • 00:00:00 - 00:05:00

    Tony Robbins discute de l'importance de la maîtrise de l'influence pour augmenter les ventes et améliorer l'impact émotionnel. Il partage son enthousiasme pour ce programme qui aide à surmonter les barrières personnelles et à aider les autres, tirant parti de sa propre expérience de 30 ans.

  • 00:05:00 - 00:10:00

    L'influence est perçue différemment; Tony Robbins affirme son importance en considérant la vente et le marketing comme essentiels dans l'économie mondiale. Il définit un leader comme une personne qui influence positivement, citant Mère Teresa comme exemple.

  • 00:10:00 - 00:15:00

    Tony discute de la notion de contribution et de service à autrui comme un chemin vers le sens de la vie. Il met l'accent sur l'intégrité et la sincérité comme éléments essentiels pour influencer positivement.

  • 00:15:00 - 00:20:00

    Tony introduit Joseph McLendon III, qui propose une perspective complémentaire sur le programme. Le programme est conçu pour être intégré dans la vie quotidienne sans nécessité de temps supplémentaire et comprend des actions concrètes pour intégrer les apprentissages.

  • 00:20:00 - 00:25:00

    Joseph McLendon III présente le programme comme une opportunité de transformation personnelle qui va au-delà de la vente, s'appliquant à plusieurs aspects de la vie. Il souligne l'importance de l'émotion dans l'influence et l'impact.

  • 00:25:00 - 00:30:00

    Tony et Joseph introduisent le modèle du programme: trois premières sessions de base, suivies de dix étapes pour améliorer les ventes. L'accent est mis sur la psychologie personnelle, la répétition et l'application pratique des principes enseignés.

  • 00:30:00 - 00:35:00

    Il est important de s'engager avec sérieux et rigueur pour suivre le programme. L'engagement à doubler les appels de prospection est un moyen d'augmenter l'expérience et les résultats. Le succès repose sur les raisons personnelles poussantes.

  • 00:35:00 - 00:40:00

    Tony discute de la maîtrise de l'influence comme essentielle pour le succès, en citant l'importance des raisons convaincantes et du transfert d'émotion dans la vente. L'influence est décrite comme clé pour surmonter les objections et pour la réussite à long terme.

  • 00:40:00 - 00:45:00

    Les cinq engagements pour maximiser le programme incluent s'étendre, être responsable, flexible, être joueur d'équipe et maintenir un haut niveau d'énergie. L'état d'esprit et l'engagement sont cruciaux pour absorber et appliquer les compétences d'influence.

  • 00:45:00 - 00:50:00

    Tony met en avant la nécessité de la révision continue et de la pratique régulière des nouvelles compétences d'influence pour les intégrer. L'impact initial, la répétition, l'utilisation concrète et l'intégration sont les étapes essentielles vers la maîtrise.

  • 00:50:00 - 00:59:04

    La session se termine en incitant les participants à écrire des raisons convaincantes pour réussir. Une forte motivation interne est essentielle pour appliquer ces compétences à la fois dans la vente et la vie personnelle, renforçant l'idée que l'influence peut transformer la qualité de vie.

显示更多

思维导图

Mind Map

常见问题

  • Quel est le thème principal de 'Mastering Influence'?

    Le programme se concentre sur le développement des compétences d'influence pour améliorer l'impact émotionnel et augmenter les ventes.

  • Qui est le co-animateur de ce programme?

    Joseph McLendon III coanime le programme avec Tony Robbins.

  • Quelle est l'importance de l'intégrité dans le processus de vente selon Tony Robbins?

    L'intégrité est fondamentale, car elle permet de construire des relations de confiance avec les clients.

  • Comment Tony Robbins définit-il le processus de vente?

    Il définit la vente comme la capacité à influencer et à motiver les autres en se basant sur des raisons émotionnelles et logiques.

  • Quel est le rôle des raisons impérieuses selon Tony Robbins?

    Les raisons impérieuses motivent les meilleures performances en vente, car elles génèrent le désir et l'engagement nécessaires pour exceller.

  • Qu'est-ce que Tony Robbins dit sur le management personnel en vente?

    Il insiste sur l'importance de gérer son propre état émotionnel pour réussir en vente.

  • Quels sont les outils 'power tools' mentionnés dans le programme?

    Ce sont des fiches que les participants peuvent utiliser en déplacement pour les aider dans les appels de vente et les réunions.

  • Quel conseil donne Tony Robbins pour étudier efficacement ce programme?

    Il recommande d'écouter les sessions pendant les 'Net times', c'est-à-dire lors de moments sans temps supplémentaire comme en conduisant.

  • Quel est l'objectif du programme en 10 jours?

    Enseigner des techniques de persuasion pour améliorer l'influence personnelle et professionnelle.

  • Tony Robbins parle-t-il seulement de la vente?

    Non, il étend les principes aux aspects plus larges de la vie, comme les relations personnelles et l'impact communautaire.

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  • 00:00:02
    [Music]
  • 00:00:22
    hi this is Tony Robins welcome to
  • 00:00:24
    mastering influence a 10-day system for
  • 00:00:27
    strengthening your emotional impact and
  • 00:00:29
    increasing your sales
  • 00:00:30
    listen I want to tell you I'm very
  • 00:00:32
    excited about bringing this program to
  • 00:00:33
    you because if there's anyone's skill in
  • 00:00:35
    life that's had an impact on my ability
  • 00:00:37
    to contribute to others whether it be my
  • 00:00:39
    family my friends the businesses that
  • 00:00:41
    I'm involved in or even myself it's been
  • 00:00:44
    this skill this power of influence and
  • 00:00:47
    you know all it really is about is
  • 00:00:49
    understanding what are the barriers that
  • 00:00:51
    stop people from taking action and
  • 00:00:53
    helping enable people to get through
  • 00:00:55
    those limitations those fears those
  • 00:00:57
    concerns so that now they can move thems
  • 00:00:59
    themselves to action rather than
  • 00:01:00
    thinking about all the reasons why they
  • 00:01:02
    might or should or could in the future
  • 00:01:04
    now it's also a pleasure to bring this
  • 00:01:06
    program to you because it's getting me a
  • 00:01:08
    chance to look back on a good portion of
  • 00:01:10
    my life because it's now been almost 30
  • 00:01:12
    years that's right I'm heading to my
  • 00:01:14
    30th year of doing this and in that time
  • 00:01:17
    I dealt with some of the most challenged
  • 00:01:18
    and I dealt with some of the most
  • 00:01:19
    successful people in the world you know
  • 00:01:21
    what I found out we all have the same
  • 00:01:23
    needs I don't care if it's President
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    Clinton or Wayne Gretzky or Andre Agassi
  • 00:01:28
    or Miguel gorbachov or Princess Di an or
  • 00:01:30
    Nelson Mandela or Mother Teresa or
  • 00:01:32
    Serena Williams anybody that I've had
  • 00:01:34
    the privilege of meeting with and
  • 00:01:35
    visiting with we have different belief
  • 00:01:38
    systems different ways of getting oursel
  • 00:01:40
    to take action but we have some of the
  • 00:01:41
    same needs and as a result of that I've
  • 00:01:44
    been able to help people to get
  • 00:01:46
    themselves to make the changes through
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    teaching them how to influence
  • 00:01:49
    themselves and if there's anything I'd
  • 00:01:50
    like you to get out of this program it's
  • 00:01:52
    how do I get myself through my own
  • 00:01:54
    barriers to take action and how do I
  • 00:01:56
    Empower other people to do that as well
  • 00:01:58
    how can I use my integrity My caring and
  • 00:02:00
    my own psychology my understanding of
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    human needs my understanding what it
  • 00:02:04
    takes to move myself and others to
  • 00:02:06
    action to make a measurable difference
  • 00:02:08
    so whether you're a mom or whether
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    you're a business professional or a
  • 00:02:11
    president of a company or a salesperson
  • 00:02:13
    or a teacher or a lawyer or whatever it
  • 00:02:16
    is that you do or more importantly
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    whoever you are and whatever you stand
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    for influence is that difference it's
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    the difference between you're fit or fat
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    can you influence your own hands right
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    to do the right thing we got to remember
  • 00:02:28
    the most important person to influence
  • 00:02:30
    is ourselves if we can do that then we
  • 00:02:32
    can contribute to others in ways that
  • 00:02:34
    give our life a sense of meaning and
  • 00:02:36
    purpose I really want you to get that in
  • 00:02:38
    the end the meaning in life comes from
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    contribution from knowing that you're
  • 00:02:43
    doing something you believe in and that
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    makes a difference again whether it's
  • 00:02:46
    you know selling a product or you know
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    turning around a political process or
  • 00:02:51
    making contribution to your community or
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    your kids so there's no strategy that
  • 00:02:55
    replaces the importance of integrity and
  • 00:02:58
    caring that's ultimately what's behind
  • 00:03:00
    all of this if you were to apply all the
  • 00:03:02
    tools or principles here but you didn't
  • 00:03:03
    apply those fundamentals of the truth of
  • 00:03:06
    what you believe and of your deep
  • 00:03:08
    ability to connect with another soul and
  • 00:03:11
    understand and appreciate their unique
  • 00:03:12
    view of the world then you'd be wasting
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    your time now this program and you're
  • 00:03:17
    going to hear the voice change because
  • 00:03:18
    this program was recorded before a very
  • 00:03:20
    small intimate audience almost 20 years
  • 00:03:22
    ago I've been doing this 30 years it's
  • 00:03:25
    spooky to me to think this is done 20
  • 00:03:27
    years ago and I had several people on my
  • 00:03:28
    team say you know you really ought to
  • 00:03:30
    put this out we've listened to this this
  • 00:03:31
    is extraordinary I was beyond bit
  • 00:03:33
    skeptical and they said Tony listen to
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    it the principles are the same as
  • 00:03:38
    they've always been you know and I I
  • 00:03:40
    thought okay I'll listen to one I popped
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    it on went that guy sounds good he has a
  • 00:03:43
    voice that doesn't sound like it's been
  • 00:03:44
    on the road for 30
  • 00:03:46
    years you know so you might hear a
  • 00:03:48
    little difference in my voice but
  • 00:03:50
    honestly I listened to it and I thought
  • 00:03:51
    wow these are the same fundamentals that
  • 00:03:53
    I use today to make the impact that you
  • 00:03:56
    know I'm committed to making with
  • 00:03:57
    everybody that I care about my family my
  • 00:03:59
    friends
  • 00:04:00
    business associates you know I've run 11
  • 00:04:02
    companies now and so these are the same
  • 00:04:05
    skills and one other thing I want to
  • 00:04:07
    mention influence has an interesting
  • 00:04:10
    connotation to it if you use the word
  • 00:04:12
    influence in the context I believe it
  • 00:04:14
    should be used which is how do I use my
  • 00:04:16
    resources to make a difference it's
  • 00:04:18
    quite positive but for many people the
  • 00:04:20
    word sales is boy as negative a word as
  • 00:04:23
    you can come up with or sales people and
  • 00:04:26
    there's a good reason for this because
  • 00:04:27
    so many individuals in the past have
  • 00:04:29
    tried to use techniques or strategies to
  • 00:04:33
    manipulate people but most people today
  • 00:04:35
    are pretty sophisticated and they're
  • 00:04:37
    completely turned off by such an
  • 00:04:38
    approach what really matters is to be
  • 00:04:41
    real it's so refreshing when somebody
  • 00:04:43
    tells you what really is going on and
  • 00:04:45
    how it really is and there's certainly
  • 00:04:47
    no replacement for caring that ability
  • 00:04:49
    to reach inside and see what someone
  • 00:04:51
    needs and understand their point of view
  • 00:04:54
    so if your career is sales be proud of
  • 00:04:57
    it because if you're a person of
  • 00:04:58
    Integrity even though the been a lot of
  • 00:05:00
    crazy idiot manipulators out there you
  • 00:05:02
    stand out plus I want to tell you
  • 00:05:04
    something else nothing in this country
  • 00:05:06
    nothing in this world moves until it's
  • 00:05:08
    sold you got the best idea in the world
  • 00:05:11
    the greatest product the greatest
  • 00:05:12
    project the greatest anything but it
  • 00:05:14
    doesn't go anywhere till somebody
  • 00:05:16
    influences someone to say I want to do
  • 00:05:17
    this I want to buy this I want to create
  • 00:05:19
    this I'll fund this I mean that's what
  • 00:05:21
    investment is it's being able to sell
  • 00:05:23
    someone on investing and getting stored
  • 00:05:24
    that's how companies get started that's
  • 00:05:26
    how our entire economy and how the world
  • 00:05:28
    gets better it's all sales and marketing
  • 00:05:30
    it's persuasion it's influence so you
  • 00:05:33
    can do this with integrity and be proud
  • 00:05:35
    of who you are but also more importantly
  • 00:05:37
    meet those needs by understanding each
  • 00:05:40
    individual that you meet is exactly that
  • 00:05:42
    they're an individual that's what's
  • 00:05:44
    going to make you develop an identity in
  • 00:05:45
    the business as a person who doesn't
  • 00:05:47
    just sell but somebody who adds value a
  • 00:05:49
    business person a leader because what a
  • 00:05:52
    leader does is they influence I mean I
  • 00:05:54
    would Define a leader somebody who
  • 00:05:56
    significantly influences the thoughts
  • 00:05:58
    the feelings the emotions and most
  • 00:06:00
    importantly the actions of people in the
  • 00:06:03
    world some leaders are you know intense
  • 00:06:05
    and loud and Fast and crazy and insane
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    like me some are very quiet and just
  • 00:06:10
    brilliant you can have many styles you
  • 00:06:12
    sure as don't have to have my style to
  • 00:06:14
    be a leader I'm not the right kind of
  • 00:06:15
    leader for everybody I just have my
  • 00:06:16
    style and I'm me and you need to be you
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    I want you to know these principles work
  • 00:06:20
    for anyone what a leader does they get
  • 00:06:23
    people to take action what a leader does
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    is break through people's fears the
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    barriers the beliefs whatever stops them
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    a lead brings a larger vision for what's
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    possible a leader sells they persuade
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    people what's possible and get them to
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    harness their true capacity to be and do
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    and give more so if you want to know
  • 00:06:41
    what this is about it's not about
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    salesmanship it's about being a leader a
  • 00:06:45
    person of influence I mean this is the
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    same skill that a Mother Teresa has if
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    you ever had the privilege of meeting
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    her and I did have that unique privilege
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    you'd see this woman could move anyone
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    and it wasn't with technique it was
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    integrity and caring this one loved
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    those that nobody else seemed to love
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    and when somebody told her something
  • 00:07:04
    couldn't be done for those that needed
  • 00:07:06
    it oh get out of her way she may have
  • 00:07:08
    looked soft and sweet but she was one
  • 00:07:10
    tough lady and what were her resources
  • 00:07:13
    she didn't have a great education she
  • 00:07:14
    didn't have any Financial Resources she
  • 00:07:17
    had love and caring a drive to make a
  • 00:07:19
    difference she had the power to
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    influence and she used it daily I know
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    so many people that for example in
  • 00:07:26
    business or sales their goal is to
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    figure out how they can make enough
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    money to get rid so they never have to
  • 00:07:30
    work again but I can tell you by life
  • 00:07:32
    experience as well as the experience of
  • 00:07:33
    so many of my most successful friends
  • 00:07:36
    that the real secret of life is do well
  • 00:07:38
    enough that you don't have to work and
  • 00:07:39
    then you'll work even harder it's just
  • 00:07:41
    if you love what you do you're not just
  • 00:07:43
    doing it for the money in fact as soon
  • 00:07:45
    as the money gets out of it it's amazing
  • 00:07:47
    what you can contribute it's amazing how
  • 00:07:48
    much more you enjoy things so I hope
  • 00:07:50
    this will help you to do well in all
  • 00:07:52
    levels in your influence and your impact
  • 00:07:54
    and tapping your own drive and hopefully
  • 00:07:56
    make you a lot of money by giving you
  • 00:07:58
    the ability to break through fears and
  • 00:07:59
    limitations and serve people at the
  • 00:08:01
    highest level and in the midst of doing
  • 00:08:03
    that maybe you'll experience your own
  • 00:08:05
    spiritual transformation not religious
  • 00:08:06
    but spiritual where you begin to realize
  • 00:08:09
    what you're made for that's what this is
  • 00:08:11
    really about so I thought okay well how
  • 00:08:13
    can I add some more value besides
  • 00:08:15
    breaking it down and making it usable
  • 00:08:17
    like making it a 10-day format you can
  • 00:08:19
    do it while you're driving in your car
  • 00:08:21
    and by the way the way to use this is
  • 00:08:23
    listen to this with what I call Net time
  • 00:08:25
    no extra time that's what net stands
  • 00:08:27
    found for me no extra time like when
  • 00:08:29
    you're driving to work you know when
  • 00:08:31
    you're working out or walking or if
  • 00:08:33
    you're cleaning the house or you can pop
  • 00:08:35
    it in your iPod and listen to it
  • 00:08:36
    anywhere the point of the matter is you
  • 00:08:38
    don't have to give up any time and you
  • 00:08:40
    can enjoy this process and learn rapidly
  • 00:08:43
    deeply and you can repeat this program
  • 00:08:44
    as many times as you want but the other
  • 00:08:46
    added value I want to bring to you was
  • 00:08:47
    another voice of interpretation and I
  • 00:08:49
    thought you know who would be a person
  • 00:08:50
    who could bring another perspective
  • 00:08:52
    besides my own to this approach and the
  • 00:08:54
    answer was obvious my dear friend and
  • 00:08:57
    colleague Joseph McLendon III
  • 00:09:00
    I've known Joseph for almost 20 years he
  • 00:09:01
    came to a seminar one time early in my
  • 00:09:03
    career uh he and I connected I walked up
  • 00:09:06
    introduced myself and I just sense that
  • 00:09:09
    this man had a spiritual core that he
  • 00:09:11
    wasn't someone here to be a taker he's
  • 00:09:12
    here to be a giver and he's funny ask
  • 00:09:15
    Joseph and I have laughed more than
  • 00:09:16
    almost anybody in my life except
  • 00:09:17
    probably my wife's age so I thought what
  • 00:09:20
    can we do let's bring another
  • 00:09:21
    perspective and let's give you each day
  • 00:09:23
    a quick assignment so you really
  • 00:09:25
    integrate this so it isn't just learning
  • 00:09:26
    more information but you apply it you
  • 00:09:28
    get new habits and you get new results
  • 00:09:31
    so Joseph is going to join me in this
  • 00:09:32
    kind of Framing and interpreting and
  • 00:09:34
    giving you those action plans each day
  • 00:09:36
    and I'm privileged to have him and by
  • 00:09:37
    the way Joseph is a force in his own
  • 00:09:39
    right he's one of the most sought after
  • 00:09:40
    Peak Performance and personal
  • 00:09:41
    development coaches in the business now
  • 00:09:43
    he conducts workshops and seminars on
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    business and health in fact Joseph is a
  • 00:09:47
    facilitator now for our Vital life
  • 00:09:49
    programs done around the nation and
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    around the world he also is the
  • 00:09:52
    president founder of his own companies
  • 00:09:54
    acceleration research group and he's
  • 00:09:56
    been serving as an instructor at UCLA
  • 00:09:58
    for the past 11 years I could go on and
  • 00:10:00
    on in fact he co-authored with me a
  • 00:10:02
    rewrite of my first book unlimited power
  • 00:10:05
    is a later Edition called unlimited
  • 00:10:07
    power of black Choice what we wanted to
  • 00:10:09
    do is take the principles into the
  • 00:10:11
    African-American Community by altering
  • 00:10:13
    all the stories and using examples of
  • 00:10:14
    role models from that Community
  • 00:10:16
    specifically so Joseph is an amazing man
  • 00:10:19
    but I can tell you more and more and
  • 00:10:20
    more about him you should just meet him
  • 00:10:21
    all I can tell you is you're about to
  • 00:10:22
    have a blast because if there's one
  • 00:10:24
    thing Joseph wants to make sure is that
  • 00:10:26
    people smile so enjoy this program do
  • 00:10:29
    one session a day for 10 days and before
  • 00:10:31
    you know it you're going to be mastering
  • 00:10:33
    the persuasion techniques that'll give
  • 00:10:35
    you the influence to make the difference
  • 00:10:36
    that you want to make in your business
  • 00:10:38
    in your personal life and in your sales
  • 00:10:41
    so I'm not going to tell you anymore
  • 00:10:42
    let's begin mastering persuasion
  • 00:10:44
    techniques here's my dear friend and
  • 00:10:46
    colleague Joseph
  • 00:10:48
    [Music]
  • 00:10:54
    McLendon hello and welcome to mastering
  • 00:10:57
    influence my name is Joseph McLendon III
  • 00:11:01
    and it is my privilege my honor to be
  • 00:11:03
    your guide on this journey that has the
  • 00:11:05
    potential to change the quality of your
  • 00:11:07
    life
  • 00:11:08
    forever I know that sounds bold and
  • 00:11:10
    Grand but as you listen on I'm sure that
  • 00:11:13
    you're going to find that the tools and
  • 00:11:15
    the strategies that you're about to
  • 00:11:16
    learn are so powerful that they not only
  • 00:11:18
    have the ability to change who you are
  • 00:11:20
    but the people that you have the
  • 00:11:21
    privilege of touching their lives so let
  • 00:11:23
    me share with you just a couple of
  • 00:11:25
    things as we get started first off
  • 00:11:27
    influence comes in many many forms and
  • 00:11:29
    there are a lot of opportunities to use
  • 00:11:31
    them and the greatest part about this is
  • 00:11:32
    not only you're going to learn some
  • 00:11:33
    techniques and some tools to influence
  • 00:11:35
    people but you'll have the ability to
  • 00:11:37
    move people emotionally and impact how
  • 00:11:39
    they feel and your ability to impact
  • 00:11:42
    them emotionally is your ability to move
  • 00:11:44
    them in ways that'll not only benefit
  • 00:11:46
    their lives but the processional effect
  • 00:11:49
    will change the people that are around
  • 00:11:50
    them as well and you know being around
  • 00:11:53
    people that are of great influence and
  • 00:11:55
    have talent and skills especially in the
  • 00:11:57
    areas that interest you you can't help
  • 00:11:59
    but have that stuff rub off on you and
  • 00:12:01
    when that person is an excellent teacher
  • 00:12:03
    or coach and has the ability to give
  • 00:12:06
    what they have from their heart to you
  • 00:12:08
    your learning process increases tfold
  • 00:12:11
    you do what I call compressed time and
  • 00:12:13
    in this man's opinion there is no better
  • 00:12:16
    Coach than my dear friend and soon to be
  • 00:12:17
    your dear friend Anthony Robbins Tony
  • 00:12:19
    and I have been friends for about two
  • 00:12:22
    decades now and the lessons and the
  • 00:12:24
    things that I've learned from Tony have
  • 00:12:25
    not only changed my life but I'm proud
  • 00:12:27
    to say that I've been able to go out
  • 00:12:28
    into the world with with my family with
  • 00:12:30
    my friends whether it be sales whatever
  • 00:12:32
    it is and be a part of the change in
  • 00:12:34
    their lives for the better as well so my
  • 00:12:36
    best wish for you is that what you get
  • 00:12:38
    out of here is not only something
  • 00:12:39
    that'll grow you as a person but that
  • 00:12:41
    you can go out into the world and make a
  • 00:12:43
    difference as well because whether
  • 00:12:44
    you're a salesperson or not influence is
  • 00:12:47
    one of the most important skills that
  • 00:12:49
    you can master and here's what I mean by
  • 00:12:50
    that in this world today we live in an
  • 00:12:52
    11 trillion economy in the us alone and
  • 00:12:56
    we all have instant access to anything
  • 00:12:58
    that want through the internet cell
  • 00:13:01
    phones television anything you can name
  • 00:13:03
    there are over 6 billion people that
  • 00:13:05
    inhabit this planet right now and as far
  • 00:13:07
    as I'm concerned you can probably get in
  • 00:13:08
    touch with most of them with a phone
  • 00:13:10
    call and with as many opportunities and
  • 00:13:13
    great things there are in this world we
  • 00:13:14
    also have challenges we have Societies
  • 00:13:17
    in Conflict natural disasters
  • 00:13:19
    environmental issues Wars and a whole
  • 00:13:22
    Myriad of other personal issues we need
  • 00:13:25
    to be able to influence our governments
  • 00:13:27
    our communities and each other and
  • 00:13:28
    probably most important ourselves our
  • 00:13:31
    ability to influence affects how we
  • 00:13:33
    raise our children how we advance in our
  • 00:13:35
    jobs how we maintain our relationships
  • 00:13:37
    our health our finances and Foster
  • 00:13:39
    relationships with others the person who
  • 00:13:43
    Masters the skill of influence is the
  • 00:13:45
    person who moves faster and easier
  • 00:13:47
    through this world said differently the
  • 00:13:49
    person who Masters the skill of
  • 00:13:51
    influence is the person who can change
  • 00:13:54
    the world and that's why Tony asked me
  • 00:13:56
    to help guide you through this program
  • 00:13:58
    in the past 20 years that I've been in
  • 00:14:00
    business there's been no greater tool
  • 00:14:02
    that has impacted my ability to
  • 00:14:04
    influence and turn dreams into reality
  • 00:14:06
    than learning the skills that you're
  • 00:14:07
    going to learn here a great example of
  • 00:14:10
    that is this several years ago I had a
  • 00:14:12
    wonderful opportunity to write a book
  • 00:14:14
    with Tony and as the idea came I
  • 00:14:17
    actually had to present that idea to
  • 00:14:20
    Tony to see if he would go for it and I
  • 00:14:22
    am positive that he knew that I was
  • 00:14:24
    using the things that he taught me to
  • 00:14:27
    influence him to do the project
  • 00:14:29
    and the great result is in the end we
  • 00:14:31
    came up with a best-selling book and of
  • 00:14:33
    course that led to my being able to work
  • 00:14:35
    side by side with Tony for several years
  • 00:14:37
    and influence so many people and grow
  • 00:14:40
    different businesses and do other things
  • 00:14:41
    and Branch out on my own as well it's
  • 00:14:43
    been an unbelievable journey and it's my
  • 00:14:45
    privilege and my honor to work side by
  • 00:14:46
    side with such a great man so let me
  • 00:14:49
    share with you what this means to you
  • 00:14:51
    and then let's get on with the program
  • 00:14:53
    first off Tony Robbins recorded this
  • 00:14:55
    program several years ago with a small
  • 00:14:57
    studio audience and we'll get to listen
  • 00:15:00
    in and participate with that audience
  • 00:15:03
    and that's why Tony asked me to do this
  • 00:15:04
    program with him to help guide you
  • 00:15:06
    through and apply these strategies
  • 00:15:08
    specifically to your situation so the
  • 00:15:11
    way this program works is we're going to
  • 00:15:13
    start with three sessions up front and
  • 00:15:16
    these three sessions are going to lay
  • 00:15:17
    the vital groundwork for the 10 steps to
  • 00:15:20
    increasing your sales which are the core
  • 00:15:22
    of this program and what sets this
  • 00:15:25
    program apart from any other program is
  • 00:15:27
    what we call the psychology we'll give
  • 00:15:29
    you the mechanics too meaning we're
  • 00:15:31
    going to teach you how to do it but it's
  • 00:15:33
    the psychology that'll get you to follow
  • 00:15:35
    through especially during tough times
  • 00:15:38
    it's the psychology that'll make it part
  • 00:15:40
    of who you are so that you do it
  • 00:15:42
    naturally and that's what these first
  • 00:15:44
    three sessions are designed to help you
  • 00:15:46
    master so let me share with you how to
  • 00:15:48
    get the most out of this program the
  • 00:15:50
    program is a 10day system it's designed
  • 00:15:52
    to do one session every day for the next
  • 00:15:55
    10 days now you can spread it out over
  • 00:15:57
    the next two weeks and take your week
  • 00:15:59
    begins off and if you're an overachiever
  • 00:16:02
    like me and you want to do it faster
  • 00:16:05
    it's okay to do it over the next three
  • 00:16:06
    or 4 days just make sure you're very
  • 00:16:08
    thorough about it and go through every
  • 00:16:10
    single step so no matter how much time
  • 00:16:13
    you take to do this program what will
  • 00:16:15
    make this work for you is your
  • 00:16:16
    commitment to following through on the
  • 00:16:18
    exercises and actions and it's important
  • 00:16:21
    that you stop and do them you'll hear me
  • 00:16:23
    say that you hear Tony say that over and
  • 00:16:25
    over again it is absolutely critical and
  • 00:16:27
    like Tony's other audio programs it's
  • 00:16:29
    designed to help you build momentum each
  • 00:16:32
    day and train yourself in the tools
  • 00:16:34
    necessary to become a master influencer
  • 00:16:37
    now Tony's going to talk about five
  • 00:16:39
    steps of Mastery in the first session
  • 00:16:41
    our goal is to get you to level five
  • 00:16:44
    where you've integrated all you've
  • 00:16:45
    learned into your life so that it's
  • 00:16:47
    habitual for you said differently so
  • 00:16:50
    that you do it
  • 00:16:52
    automatically now the other thing is
  • 00:16:54
    you're going to have a workbook so use
  • 00:16:55
    the workbook to write down the answers
  • 00:16:57
    to the exercises and what you're
  • 00:16:59
    learning and then also this is really
  • 00:17:01
    cool you'll have flashcards or what we
  • 00:17:03
    call power tools and they're designed
  • 00:17:05
    for you to take with you on the run to
  • 00:17:07
    support you with sales calls and
  • 00:17:09
    important meetings with your boss as
  • 00:17:11
    well as issues that you may have in your
  • 00:17:12
    personal life so before we get started I
  • 00:17:15
    want to share something with you I don't
  • 00:17:17
    know about you but there have been
  • 00:17:18
    things that have happened in my past
  • 00:17:20
    that I really wanted to do and make sure
  • 00:17:22
    that I got done and I didn't always
  • 00:17:23
    follow through well here's the great
  • 00:17:26
    thing about this program is that's what
  • 00:17:28
    it's going to help you do it's going to
  • 00:17:30
    help you master that skill of commitment
  • 00:17:33
    following through making sure that you
  • 00:17:35
    get done the things that you're
  • 00:17:36
    committed to because to me that's half
  • 00:17:38
    the battle already won showing up and
  • 00:17:41
    doing it and being able to follow
  • 00:17:43
    through on those things and that's
  • 00:17:43
    exactly what you're going to learn here
  • 00:17:45
    so as we get started I got one more
  • 00:17:47
    thing to share with you and it's my
  • 00:17:49
    little secret if you will to getting
  • 00:17:52
    really the best out of the program I
  • 00:17:54
    mean if you if you want to just go
  • 00:17:55
    through it it'll be great it'll be
  • 00:17:57
    awesome and stuff like that but if you
  • 00:17:59
    want it to be outstanding which I know
  • 00:18:01
    you do I'm going to share with you a
  • 00:18:04
    real real powerful secret and tool to
  • 00:18:07
    use as you go through this but it's our
  • 00:18:09
    little secret okay so I can't say it
  • 00:18:11
    loud lean in close to the
  • 00:18:14
    speaker step over the edge when Tony
  • 00:18:18
    asks a question don't just say the
  • 00:18:20
    answer yell the answer back if he says
  • 00:18:23
    to interact with four people do eight if
  • 00:18:26
    five times will get the result do 10
  • 00:18:30
    step over the
  • 00:18:32
    edge so let's get started with the
  • 00:18:35
    session that's going to guarantee
  • 00:18:36
    outstanding results for you with the
  • 00:18:38
    rest of this
  • 00:18:39
    program Session One commitment your
  • 00:18:43
    greatest
  • 00:18:44
    [Music]
  • 00:18:49
    power I believe you deserve to have
  • 00:18:52
    everything you've ever really wanted I
  • 00:18:54
    believe that all your desires are things
  • 00:18:55
    you're meant to have and be and share
  • 00:18:57
    and create in your life
  • 00:18:59
    and I want you to have those choices and
  • 00:19:01
    the reason I want you to have those
  • 00:19:02
    choices is because I have the unique
  • 00:19:04
    privilege in my life to do be share
  • 00:19:07
    create have and experience all the
  • 00:19:10
    things that I used to wish for and I
  • 00:19:12
    want you to know to start this program
  • 00:19:13
    that that's what this program is about
  • 00:19:15
    that the power to influence I believe is
  • 00:19:18
    the single most important element or
  • 00:19:20
    skill that you can master in your
  • 00:19:22
    lifetime to literally have the power to
  • 00:19:25
    shape Destiny to literally be able to
  • 00:19:27
    alter the quality of life for yourself
  • 00:19:29
    or for anybody that you really care
  • 00:19:31
    about and that's my purpose in this
  • 00:19:33
    program not just to teach you a bunch of
  • 00:19:34
    sales techniques we'll certainly learn
  • 00:19:37
    those we'll learn Foundation we'll do
  • 00:19:38
    some of the things that all selling is
  • 00:19:40
    about but I want you to know right from
  • 00:19:42
    the start that the purpose of this
  • 00:19:44
    program is to increase the quality of
  • 00:19:46
    your life and to give you an opportunity
  • 00:19:48
    you and I together to explore some new
  • 00:19:51
    technology some new distinction some new
  • 00:19:54
    ways of looking at what is really
  • 00:19:56
    possible because when I look at my life
  • 00:19:58
    today and it is it's so radically
  • 00:20:00
    different from where I was five or six
  • 00:20:02
    years ago and there's only one common
  • 00:20:04
    denominator I keep coming back to and
  • 00:20:06
    that is the power to influence if you
  • 00:20:08
    think about the people who have shaped
  • 00:20:09
    our society you think of John F Kennedy
  • 00:20:11
    or Martin Luther King um you think of
  • 00:20:13
    people in our present day Society you
  • 00:20:15
    think of even entertainers you think of
  • 00:20:16
    anyone that you really respect or you
  • 00:20:18
    think has made a difference and I would
  • 00:20:19
    say to you that really what gives them
  • 00:20:21
    their power is their ability to
  • 00:20:23
    influence people's thinking so that's
  • 00:20:25
    what this program is about and I'm
  • 00:20:28
    excited about sharing it with you
  • 00:20:29
    because I've spent the last 10 years of
  • 00:20:31
    my life really looking for those answers
  • 00:20:33
    primarily because I was unsatisfied with
  • 00:20:36
    what was going on in my life I mean if
  • 00:20:38
    you don't know my story and where I'm
  • 00:20:39
    coming from I was not exactly living my
  • 00:20:41
    dreams I was in a position where I was
  • 00:20:44
    broke in every sense of the word
  • 00:20:46
    emotionally physically and of course
  • 00:20:48
    financially I was in a position where I
  • 00:20:50
    was in relationships with people I
  • 00:20:51
    really didn't want to be in relationship
  • 00:20:53
    with but you know I didn't have the
  • 00:20:55
    strength to even influence myself to
  • 00:20:56
    take the actions that could change the
  • 00:20:57
    quality of my life to do what would be
  • 00:20:59
    necessary to make things happen you know
  • 00:21:01
    I was in a position where I was
  • 00:21:02
    overweight I'd gained 38 lbs in 2 and A2
  • 00:21:05
    months and I couldn't even influence
  • 00:21:07
    myself to be able to eat in an effective
  • 00:21:09
    way that would give me some energy to
  • 00:21:10
    make my life the way I wanted it to be I
  • 00:21:12
    certainly couldn't get myself to work
  • 00:21:13
    consistently in the process of selling
  • 00:21:15
    and be effective and I had all of the
  • 00:21:17
    pain that was Associated to that so I'm
  • 00:21:19
    excited about sharing with you these
  • 00:21:21
    Technologies one so you can avoid pain
  • 00:21:23
    so you can get rid of maybe some of the
  • 00:21:24
    things that have stopped you in the past
  • 00:21:26
    so you can really begin to influence
  • 00:21:29
    yourself before you try and influence
  • 00:21:30
    somebody else and secondly I'm excited
  • 00:21:33
    about you having the fun of influence
  • 00:21:36
    one of the things that I hope that this
  • 00:21:37
    course will create for you is tremendous
  • 00:21:39
    excitement when somebody says no not
  • 00:21:41
    because you want to close them but
  • 00:21:43
    because you want to create a new
  • 00:21:44
    possibility where possibilities were
  • 00:21:46
    shut down this last Christmas I remember
  • 00:21:49
    you know there all kinds of things I
  • 00:21:50
    wanted to do for my family and for my
  • 00:21:51
    friends and gifts I wanted to get and I
  • 00:21:53
    ran at all these people said it couldn't
  • 00:21:54
    happen there's absolutely no way in a
  • 00:21:55
    minute that somebody says there's
  • 00:21:57
    absolutely no way I know that's an
  • 00:21:58
    opportunity for me to get to play I get
  • 00:22:00
    to use my skills and show this person
  • 00:22:02
    not manipulate them but show them that
  • 00:22:04
    there's a greater possibility than
  • 00:22:05
    they've seen in the past that to me is
  • 00:22:07
    what influence is about and that's what
  • 00:22:09
    we're going to explore and it won't be
  • 00:22:12
    the same old you know sales skills you
  • 00:22:14
    and I have heard so much like have a
  • 00:22:15
    positive mental attitude and you know
  • 00:22:17
    pull out your Ben Franklin clothes when
  • 00:22:19
    they get stuck and things like that and
  • 00:22:20
    those are useful but what we're going to
  • 00:22:22
    really look at is the psychology of how
  • 00:22:24
    to change the way people feel and the
  • 00:22:25
    way they behave and we are going to
  • 00:22:26
    start with ourselves we're going to
  • 00:22:28
    start by figuring out how to persuade
  • 00:22:29
    ourselves so that we can persuade other
  • 00:22:31
    people I believe that to influence other
  • 00:22:34
    people we must first be influenced and
  • 00:22:36
    so we're going to spend a good deal of
  • 00:22:38
    time in this program on influencing
  • 00:22:40
    ourselves to start with before we ever
  • 00:22:42
    talk about how to influence other people
  • 00:22:44
    I want you to know also that the skills
  • 00:22:45
    and strategies you're going to be
  • 00:22:46
    learning are not just things that I
  • 00:22:47
    pulled out of a hat and specifically
  • 00:22:49
    I've interviewed almost a hundred people
  • 00:22:51
    now and these people are the top 1% and
  • 00:22:54
    so I'm going to share with you what they
  • 00:22:55
    believe selling is and you're going to
  • 00:22:56
    be surprised to hear what they say they
  • 00:22:58
    don't believe it's closing in fact one
  • 00:23:00
    of the common beliefs amongst top
  • 00:23:01
    producers is if you have to close hard
  • 00:23:03
    in the end it's because you haven't done
  • 00:23:04
    your job up front so we're going to talk
  • 00:23:06
    about the exact process that's caused
  • 00:23:08
    them to really begin to succeed at that
  • 00:23:10
    deep deep level and I'm excited about
  • 00:23:12
    this being a learning experience for us
  • 00:23:13
    both to really learn together to explore
  • 00:23:15
    together rather than just being some
  • 00:23:17
    presentation I put together and just
  • 00:23:18
    throw at you so I hope you participate
  • 00:23:21
    fully and that you make new distinctions
  • 00:23:24
    and that you also really make if
  • 00:23:25
    anything this program should do is
  • 00:23:26
    hopefully make you think if it you think
  • 00:23:29
    then um we're going to create some real
  • 00:23:30
    changes and we're going to be able to
  • 00:23:32
    increase the quality of Our Lives
  • 00:23:34
    persuasion for me really means that you
  • 00:23:36
    don't just get better at making income
  • 00:23:38
    but also you'll become maybe a better
  • 00:23:39
    parent if you've got kids you become a
  • 00:23:41
    better spouse you become a better friend
  • 00:23:43
    that you really have the ability to make
  • 00:23:46
    a difference at the deepest level so
  • 00:23:48
    let's get to how would what would it
  • 00:23:49
    take to make that happen well first of
  • 00:23:51
    all I'd say the big thing it's going to
  • 00:23:53
    take is having some initial impact and I
  • 00:23:55
    believe that there are really five steps
  • 00:23:56
    we go through to be able to master
  • 00:23:58
    something and that's really what I'm
  • 00:23:59
    looking at here I want you to be able to
  • 00:24:01
    master persuasion and master is an
  • 00:24:02
    ongoing process it never ends you can
  • 00:24:05
    count on it for the rest of your life
  • 00:24:06
    you're going to have to continue to
  • 00:24:08
    refine yourself it's not like you went
  • 00:24:09
    to this program and now the lessons are
  • 00:24:10
    over but I want this program to give you
  • 00:24:12
    a foundation and give you an opportunity
  • 00:24:15
    to commit yourself at a level you've
  • 00:24:18
    never done before over the period of
  • 00:24:20
    time of this course what if you were to
  • 00:24:22
    commit yourself to give more do more
  • 00:24:24
    create more make more sales calls and be
  • 00:24:27
    more iate and caring with your clients
  • 00:24:29
    than ever before if nothing else I look
  • 00:24:32
    at this as an opportunity for you to
  • 00:24:33
    commit at a deeper level than you have
  • 00:24:35
    to really being excellent to really
  • 00:24:37
    being the highest aspect of who you are
  • 00:24:39
    as a person I believe that professional
  • 00:24:41
    selling is coming from a place where
  • 00:24:44
    your number one focus is helping that
  • 00:24:46
    customer or client to get what they
  • 00:24:48
    really need not your number one focus is
  • 00:24:51
    how can you make a commission or number
  • 00:24:52
    one focus is closing the sale and I
  • 00:24:54
    believe that if you come from a place of
  • 00:24:57
    deep caring veloping a strong
  • 00:24:59
    relationship with the people that you're
  • 00:25:00
    meeting that you used to call customers
  • 00:25:02
    and hopefully you very soon think of as
  • 00:25:03
    friends you look for their deepest needs
  • 00:25:06
    not just what they say they want but
  • 00:25:07
    what their gut level wants and needs and
  • 00:25:10
    you help them to meet that through your
  • 00:25:11
    product there will be no limit to the
  • 00:25:13
    income that you have there'll be no
  • 00:25:14
    limit to the joy that you have there'll
  • 00:25:17
    be no limit to the Deep friendships that
  • 00:25:18
    you have and I can say that from
  • 00:25:20
    experience my real wealth is the level
  • 00:25:23
    of depth and emotion that I get to share
  • 00:25:25
    with people around me people I care
  • 00:25:27
    about and who care about me people I
  • 00:25:28
    would do anything for and probably do
  • 00:25:30
    anything for me that Bond and that
  • 00:25:32
    connection has come from my ability to
  • 00:25:34
    influence myself and influence other
  • 00:25:35
    people in a positive and Powerful way
  • 00:25:38
    and as a result the money has come so
  • 00:25:40
    what are the steps Five Steps step
  • 00:25:42
    number one to create a change in your
  • 00:25:44
    life to make things the way you want
  • 00:25:45
    them you need some initial impact and
  • 00:25:48
    that's what this program is it's
  • 00:25:50
    designed to really shake you up a little
  • 00:25:52
    bit make you really think about what are
  • 00:25:54
    the aspects of selling and of persuading
  • 00:25:56
    that maybe you're leaving out a lot of
  • 00:25:58
    times in selling what we do is we get
  • 00:25:59
    all focused on closing we get all
  • 00:26:01
    focused on things that really aren't
  • 00:26:02
    making the biggest difference I want to
  • 00:26:04
    challenge you in this course not to
  • 00:26:06
    major in minor things I want us to major
  • 00:26:08
    in the majors and I believe the majors
  • 00:26:10
    are things like you being an estate to
  • 00:26:12
    be able to influence in the first place
  • 00:26:14
    like your ability to really connect
  • 00:26:15
    where somebody knows they can trust you
  • 00:26:17
    and that you really have their best
  • 00:26:19
    interest at heart um I really believe
  • 00:26:21
    that if we can create focus on the
  • 00:26:23
    majors and if I can impact you to think
  • 00:26:25
    differently to approach selling
  • 00:26:27
    differently then we can really make a
  • 00:26:28
    change in our ability and our skill so
  • 00:26:30
    that's what this program is about is get
  • 00:26:32
    you some initial impact trigger you to
  • 00:26:34
    remember things you already know and
  • 00:26:36
    offer you some new skills that can take
  • 00:26:38
    you to another level second thing is
  • 00:26:40
    after the initial impact though it's
  • 00:26:41
    going to require some repetition and the
  • 00:26:43
    repetition is really the foundation of
  • 00:26:46
    how we create Mastery we're going to say
  • 00:26:48
    some things that you already know and
  • 00:26:49
    we're going to repeat them and you might
  • 00:26:50
    say you know why is he saying that again
  • 00:26:52
    I got that because I believe repetition
  • 00:26:54
    is the mother of skill that if you do
  • 00:26:57
    something over and over and over again
  • 00:26:58
    you become a master and the difference
  • 00:27:00
    between amateurs people who never get
  • 00:27:02
    what they really want in their life and
  • 00:27:04
    people who are the best people who are
  • 00:27:07
    number one people who are truly living
  • 00:27:09
    Excellence as people are living
  • 00:27:11
    Excellence are willing to commit and
  • 00:27:13
    just do whatever it takes and they're
  • 00:27:14
    willing do the same things over and over
  • 00:27:15
    again and not be bored by it nothing is
  • 00:27:17
    boring in life unless you're boring
  • 00:27:19
    you're the one that makes it boring or
  • 00:27:21
    not boring and so you have an
  • 00:27:23
    opportunity in this course to hear
  • 00:27:25
    things for the first time and then hear
  • 00:27:26
    them again and again and again and until
  • 00:27:28
    they're embedded I mean think about it
  • 00:27:31
    what's something you're good at tying
  • 00:27:32
    your shoes you're pretty confident at
  • 00:27:34
    that aren't you why are you confident
  • 00:27:36
    tying your shoes how come you're so good
  • 00:27:37
    at it because you've done it a million
  • 00:27:38
    times you don't go God this is boring do
  • 00:27:40
    I have to tie my shoes it's just part of
  • 00:27:42
    what you do in order to get your day
  • 00:27:43
    going and the same thing is going to be
  • 00:27:45
    true with some of the things that we
  • 00:27:46
    talk about here so my challenge is be a
  • 00:27:48
    professional understand repetition is
  • 00:27:50
    for the rest of your life you're going
  • 00:27:52
    to need it I mean I talk to people all
  • 00:27:54
    the time who come to seminars and
  • 00:27:55
    invariably they tell me things like well
  • 00:27:58
    gosh you know I went to this other
  • 00:27:59
    seminar and it didn't work you know I
  • 00:28:01
    tried it and it didn't work and I think
  • 00:28:03
    to myself what do you mean it didn't
  • 00:28:04
    work you went to this person's seminar
  • 00:28:06
    I'm sure it gave you some value but you
  • 00:28:07
    got to do something every day it's like
  • 00:28:09
    I want to be physically fit to be
  • 00:28:11
    physically fit this morning I got up
  • 00:28:13
    with my three hour sleep that's not
  • 00:28:15
    something I support but I had three
  • 00:28:16
    hours sleep and I still exercised I
  • 00:28:19
    still got up and did my exercise My
  • 00:28:21
    outcome is I exercise every single day
  • 00:28:23
    now every day and the reason I do that
  • 00:28:26
    is if I want to have the energy and the
  • 00:28:27
    drive and the power then I got to be
  • 00:28:29
    willing to pay the price of conditioning
  • 00:28:31
    myself to have that choice I got to pay
  • 00:28:33
    some price and it's
  • 00:28:35
    repetition and if you think about it
  • 00:28:37
    what most people do in life is they want
  • 00:28:39
    this quick fix they want oh I went to
  • 00:28:41
    the seminar and everything's over for
  • 00:28:43
    the rest of my life now everything is
  • 00:28:44
    perfect if that's what you came here for
  • 00:28:46
    you might want to leave now because
  • 00:28:49
    that's not what this is going to be
  • 00:28:50
    about what this program is going to be
  • 00:28:51
    about is teaching you some fundamentals
  • 00:28:53
    you can practice every single day to
  • 00:28:55
    condition yourself to succeed see we got
  • 00:28:58
    to condition ourselves to succeed most
  • 00:28:59
    of us been conditioned to fail we have
  • 00:29:01
    all these environmental things that
  • 00:29:03
    trigger us to give up or say gosh it's
  • 00:29:05
    too hard or it's too tough or it's too
  • 00:29:07
    boring and I'm going to challenge you
  • 00:29:08
    not to do that you wouldn't go out and
  • 00:29:10
    do aerobics one time and go God I'm glad
  • 00:29:11
    that's over I'll Be Fit for
  • 00:29:13
    Life you got to do it daily and so the
  • 00:29:15
    same thing is true here and we're going
  • 00:29:17
    to have some repetition the third aspect
  • 00:29:19
    that we're going to do besides having
  • 00:29:20
    obviously the impact and repetition is
  • 00:29:22
    we got to get you to utilize it so there
  • 00:29:24
    will be a lot of there'll be a lot of
  • 00:29:26
    exercises in this program that is
  • 00:29:28
    designed to make you have to apply it
  • 00:29:30
    and I'm going to give you some exercises
  • 00:29:31
    to do on the job do in your career and
  • 00:29:34
    I'm going to ask you to really don't
  • 00:29:36
    just you know say well gosh I'll do it
  • 00:29:38
    someday really absolutely go and utilize
  • 00:29:40
    it right away because that's how we get
  • 00:29:41
    to Mastery we have to apply it over and
  • 00:29:43
    over again not just repeat it in our
  • 00:29:45
    head not just repeat it by hearing it
  • 00:29:47
    but repeat it in our daily lives and so
  • 00:29:49
    we're going to make sure that you
  • 00:29:50
    utilize this stuff a lot a lot of this
  • 00:29:51
    course will be me just queuing a couple
  • 00:29:53
    ideas up stop and immediately get you to
  • 00:29:55
    do something with it right then and
  • 00:29:57
    there and I'm going to ask you to really
  • 00:29:59
    go for it and utilize things even if you
  • 00:30:00
    don't think well you might say well but
  • 00:30:03
    gosh I sell in the corporate world and
  • 00:30:05
    that sounds like only something that
  • 00:30:06
    would work with people oneon-one or I'm
  • 00:30:08
    in telemarketing you know how is
  • 00:30:11
    changing the use of my body going to
  • 00:30:13
    affect that person when they can't see
  • 00:30:14
    me or you might say well that might work
  • 00:30:16
    for you know a computer salesman but
  • 00:30:18
    that's not going to work for me as an
  • 00:30:19
    insurance salesman I'd ask you to be
  • 00:30:22
    willing to try it anyway would you be
  • 00:30:24
    willing to try that just come from the
  • 00:30:26
    place of all right I'm going give it a
  • 00:30:28
    shot and see what happens that's all I
  • 00:30:29
    ask and I think you're going to find the
  • 00:30:31
    results that'll come from that will be
  • 00:30:33
    much greater than you expect fourth key
  • 00:30:35
    is after you have impact you've got
  • 00:30:37
    repetition you've utilized something
  • 00:30:38
    over and over again then step four is
  • 00:30:40
    what's going to happen is you're going
  • 00:30:41
    to begin to integrate it and when you
  • 00:30:42
    begin to integrate it what happens is
  • 00:30:44
    you start to get to the point where you
  • 00:30:44
    don't have to think about things boom it
  • 00:30:46
    just happens and that's not a lot of
  • 00:30:48
    effort and you'll see over the course of
  • 00:30:49
    this program what'll happen is the
  • 00:30:51
    things we did first tier all of a sudden
  • 00:30:53
    they'll become automatic you'll find
  • 00:30:54
    yourself automatically handling an
  • 00:30:56
    objection without even having to think
  • 00:30:58
    about it it's fun it's easy you begin to
  • 00:31:00
    enjoy it I'm asking you here to be
  • 00:31:02
    absolutely committed to mastering this
  • 00:31:05
    to going
  • 00:31:06
    until and by doing all these steps you'd
  • 00:31:09
    say okay now I've got it made right
  • 00:31:11
    wrong there is a fifth step and that
  • 00:31:13
    fifth step is reinforcement and the
  • 00:31:15
    reinforcement part is going to be
  • 00:31:18
    something I'm going to ask you to do on
  • 00:31:19
    your own that is we're going to give you
  • 00:31:20
    some exercises but youve got to make
  • 00:31:22
    sure that you remember that if you don't
  • 00:31:24
    use something you lose it I don't care
  • 00:31:26
    how much you understand it I don't care
  • 00:31:27
    how how many years you've been doing it
  • 00:31:29
    the only way to stay good is continue to
  • 00:31:31
    use that muscle now how do we get from a
  • 00:31:33
    level of brand new at something and not
  • 00:31:36
    very good to level of Mastery well these
  • 00:31:38
    are five steps but the process looks
  • 00:31:40
    more like this process of learning
  • 00:31:42
    according to Abraham maslo starts with
  • 00:31:44
    everyone in a particular location called
  • 00:31:46
    unconscious
  • 00:31:48
    incompetence that is people get in a
  • 00:31:50
    place where they're brand new at
  • 00:31:51
    something and they don't even know that
  • 00:31:52
    they don't know how to do it they don't
  • 00:31:53
    even know that they're not competent be
  • 00:31:55
    like a little kid who doesn't even know
  • 00:31:56
    he doesn't know how to tie his shoes
  • 00:31:58
    that's not bad it's not wrong just what
  • 00:32:00
    it is the bottom line though is
  • 00:32:02
    hopefully you get out of that place and
  • 00:32:03
    move to at least step two called
  • 00:32:06
    conscious incompetence conscious
  • 00:32:08
    incompetence is when you now know that
  • 00:32:10
    you don't know something what happens is
  • 00:32:12
    this child doesn't know how to tie a
  • 00:32:13
    shoes and one day keeps tripping over
  • 00:32:15
    his shoelaces smacking his face in the
  • 00:32:16
    dirt and has what we call an AA
  • 00:32:18
    experience where he looks around and
  • 00:32:21
    says gosh these guys aren't you know
  • 00:32:23
    falling down I wonder why and he says
  • 00:32:25
    well they know how to tie their shoes
  • 00:32:26
    and I don't so as a result what happens
  • 00:32:28
    is he starts to now at least know that
  • 00:32:30
    he doesn't know something you've
  • 00:32:32
    probably had to deal with people who
  • 00:32:33
    didn't know something and didn't know
  • 00:32:35
    they didn't know and that kind of
  • 00:32:36
    bothered you since you did but hopefully
  • 00:32:39
    they will do what you and I have done
  • 00:32:41
    being such Advanced creatures that we
  • 00:32:43
    are and we moved at least to number
  • 00:32:44
    three which is conscious competence
  • 00:32:47
    conscious competence means you now know
  • 00:32:48
    you're not competent so you work at it
  • 00:32:50
    you find something you grind it out you
  • 00:32:52
    apply something new the guy's tying his
  • 00:32:55
    shoes and sure enough he learns how to
  • 00:32:56
    do it but this is the stage when you
  • 00:32:57
    tied your shoes and your tongue was had
  • 00:32:59
    to be sticking outside your mouth on a
  • 00:33:01
    certain angle you know and if somebody
  • 00:33:02
    started talking you went sh can't you
  • 00:33:04
    see I'm tying my shoes you know and all
  • 00:33:06
    your focus was there to pull it off and
  • 00:33:08
    some of the skills we're going to give
  • 00:33:09
    you when they're brand new we're going
  • 00:33:11
    to give you some weird words like we're
  • 00:33:13
    going to teach you how to get people's
  • 00:33:14
    attention by screaming pigs a nice
  • 00:33:16
    acronym that you can use S is going to
  • 00:33:19
    be for smiling C is for compliments and
  • 00:33:20
    you're going to go oh God do I have to
  • 00:33:22
    remember this garbage just push yourself
  • 00:33:24
    through that mode get Beyond it just say
  • 00:33:27
    okay I'm going to keep doing it and
  • 00:33:28
    doing it because I know I'll end up at
  • 00:33:29
    level four which is our goal unconscious
  • 00:33:31
    confidence unconscious confidence is
  • 00:33:33
    when you are a master when you don't
  • 00:33:35
    have to think about it anymore when you
  • 00:33:36
    can just do something and it happens
  • 00:33:39
    where somebody says absolutely there's
  • 00:33:40
    no way on Earth and you have this inner
  • 00:33:42
    smile or they say no and you actually
  • 00:33:44
    smile you go no and they look at you
  • 00:33:47
    kind of funny and you begin to actually
  • 00:33:49
    have an input right away with them and
  • 00:33:50
    you don't even have to think about how
  • 00:33:51
    to do it so this is our goal and this is
  • 00:33:53
    what we're going for now how can we
  • 00:33:56
    approach making sure that the happens
  • 00:33:58
    and what are the elements really that
  • 00:34:00
    make the difference well number one is
  • 00:34:02
    making a decision if you want real power
  • 00:34:04
    power isn't just deciding right now and
  • 00:34:06
    committing yourself to Mastery and I
  • 00:34:09
    know that sounds simplistic and it is
  • 00:34:12
    but if you really make a decision what
  • 00:34:13
    the word decision means is to cut off
  • 00:34:15
    from anything else if you make a
  • 00:34:17
    decision that I'm going to cut off any
  • 00:34:19
    other possibility but mastering this
  • 00:34:20
    material during the time of this course
  • 00:34:22
    that I'm going to leave this course
  • 00:34:24
    absolutely effective in using the
  • 00:34:26
    cuttingedge technology of how to change
  • 00:34:28
    people and influence people including
  • 00:34:30
    myself if that is an absolute necessity
  • 00:34:32
    for you you will absolutely succeed now
  • 00:34:35
    I'm going to share with you the results
  • 00:34:37
    of my modeling project that is in
  • 00:34:39
    interviewing hundred of some of the best
  • 00:34:41
    salespeople literally in the world what
  • 00:34:44
    is it that all these people have in
  • 00:34:45
    common what is it that all these people
  • 00:34:47
    do consistently that makes them so
  • 00:34:49
    successful and I think you're going to
  • 00:34:51
    be rather surprised when you hear what
  • 00:34:52
    it is it's probably not what you think I
  • 00:34:55
    thought the answer would be that they're
  • 00:34:56
    the best closers that they really had
  • 00:34:58
    the most skill they knew how to handle
  • 00:34:59
    objections better than anybody else I
  • 00:35:02
    found out that was not the single most
  • 00:35:04
    important thing they were good at
  • 00:35:05
    closing but invariably the thing that
  • 00:35:07
    set them apart from all the rest was not
  • 00:35:09
    that they were more skilled not that
  • 00:35:11
    they had more ability but that they used
  • 00:35:13
    more of their ability because of one
  • 00:35:15
    thing they all had in common each one of
  • 00:35:18
    these men and women had developed
  • 00:35:19
    compelling enough reasons to tap their
  • 00:35:22
    full ability or skill every single day
  • 00:35:25
    they had found reasons to drive thems to
  • 00:35:27
    give 1,000% and above when everybody
  • 00:35:30
    else quit they were still going strong
  • 00:35:32
    not just in hours but in level of
  • 00:35:35
    commitment to Excellence compelling
  • 00:35:37
    reasons is the difference between an
  • 00:35:39
    amateur somebody average or someone who
  • 00:35:41
    is the very best in the world but you
  • 00:35:43
    got to find the reasons to do so I talk
  • 00:35:46
    to salespeople invariably a lot of times
  • 00:35:48
    what they tell me is they say you know
  • 00:35:49
    Tony I really love my product and I
  • 00:35:51
    really love these things but you know
  • 00:35:53
    I'm just lazy and what I tell people is
  • 00:35:55
    you're not lazy you just have infinite
  • 00:35:57
    goals
  • 00:35:58
    you don't have anything that's driving
  • 00:36:00
    you you don't have anything to push you
  • 00:36:01
    to get you up early and keep you up late
  • 00:36:03
    the number one thing that I found these
  • 00:36:05
    people especially the people earning a
  • 00:36:07
    quarter of million dollars year or more
  • 00:36:08
    I'm talking about movers and shakers in
  • 00:36:10
    their industry the top one quarter of 1%
  • 00:36:13
    of the entire industry those people are
  • 00:36:16
    compelling people because they're
  • 00:36:18
    compelled they have goals and dreams
  • 00:36:20
    they are selling not just to make money
  • 00:36:23
    they are selling not just to win a
  • 00:36:25
    contest they are selling because for
  • 00:36:28
    them it is the process of what life is
  • 00:36:29
    about it's about leaving their Mark and
  • 00:36:31
    having an impact it's about getting
  • 00:36:33
    people in a place that's better than
  • 00:36:35
    they were it's about creating new
  • 00:36:37
    choices and they are driven by it and
  • 00:36:41
    when I interview salespeople that are
  • 00:36:43
    struggling the number one thing that
  • 00:36:45
    comes up instantly is they don't have
  • 00:36:48
    enough Reasons I'm here to tell you that
  • 00:36:50
    if you listen to nothing else I say in
  • 00:36:51
    this entire program with this this could
  • 00:36:54
    affect your life more than anything else
  • 00:36:56
    and that is this 80% of success in
  • 00:37:00
    selling and influencing or virtually
  • 00:37:02
    anything else in life comes down to
  • 00:37:04
    finding a big enough why and 20% is
  • 00:37:07
    figuring out how see why comes first how
  • 00:37:10
    comes second when you go sit down with a
  • 00:37:13
    customer if you could really get a big
  • 00:37:15
    enough why where in your gut you believe
  • 00:37:17
    that them having this product is the
  • 00:37:19
    most important thing it's 10 times more
  • 00:37:21
    important than the minor inconvenience
  • 00:37:23
    of time or money or the hassle will make
  • 00:37:25
    a change if you believe that in your gut
  • 00:37:27
    and you don't know anything about
  • 00:37:29
    closing I guarantee you can influence
  • 00:37:31
    that person but you got to get that why
  • 00:37:33
    and you got to get a big enough why to
  • 00:37:35
    get yourself out of bed in the morning
  • 00:37:36
    and meet a new person I'm talking to you
  • 00:37:39
    right now because I'm compelled I want
  • 00:37:42
    and my own little way to have this
  • 00:37:45
    hallucination that I've impacted the
  • 00:37:47
    quality of your life by some ideas I
  • 00:37:48
    shared with you and that you went and
  • 00:37:50
    used and that drives me I believe that
  • 00:37:53
    that feeling that I have right now can
  • 00:37:55
    influence you to be a more powerful
  • 00:37:57
    Persuader also just like that feeling
  • 00:37:59
    inside of you can influence anyone else
  • 00:38:01
    to do what you want to make a difference
  • 00:38:03
    in their life and if you do that you'll
  • 00:38:06
    have all the income you can imagine but
  • 00:38:07
    that's the number one common denominator
  • 00:38:10
    amongst all top producers they are
  • 00:38:12
    compelled to be the best they have lots
  • 00:38:14
    of reasons it's about being the best
  • 00:38:15
    it's about giving it's about sharing for
  • 00:38:17
    some people it's about glorifying God
  • 00:38:19
    for some people it's about discipline
  • 00:38:21
    but you need to find what is the most
  • 00:38:23
    compelling aspect of life that will
  • 00:38:24
    drive you to be your best and we're
  • 00:38:26
    going to do some exercises here help you
  • 00:38:27
    discover that so if you say well gosh
  • 00:38:29
    you know I don't know what that is you
  • 00:38:31
    will know by the end of this program so
  • 00:38:34
    there are 10 strategies that each of
  • 00:38:37
    these people shared in common and the
  • 00:38:39
    strategies vary but I can give you a few
  • 00:38:41
    of them first of all the number one
  • 00:38:43
    strategy that all these people share is
  • 00:38:44
    they have the ability to affect their
  • 00:38:46
    own emotional state selling is
  • 00:38:48
    transference of emotion and if you're in
  • 00:38:51
    a situation where uh you're frustrated
  • 00:38:53
    you're angry you've made a call somebody
  • 00:38:55
    treated you harshly and you don't manage
  • 00:38:57
    your state state it shows up in the next
  • 00:38:59
    call call you make it shows up in the
  • 00:39:00
    next person that you're with and it
  • 00:39:01
    affects your income and the quality of
  • 00:39:03
    your life every one of these top
  • 00:39:05
    producers has an ability to really
  • 00:39:06
    manage his own State secondly he's
  • 00:39:08
    learned to manage the customer State you
  • 00:39:10
    can be all pumped up and you're all
  • 00:39:12
    excited and be overg gradient you got to
  • 00:39:14
    be able to enter somebody else's world
  • 00:39:16
    and take them from wherever they are
  • 00:39:17
    maybe they're a little afraid about you
  • 00:39:18
    maybe they don't trust you maybe they
  • 00:39:20
    you're what they call a sales person and
  • 00:39:22
    they know what that means and they don't
  • 00:39:23
    want to any part of that you got to be
  • 00:39:25
    able to change their states a little bit
  • 00:39:27
    of their way of looking at you and we're
  • 00:39:29
    going to teach you ways of doing it not
  • 00:39:30
    by learning just a bunch of words but
  • 00:39:32
    how to do it by using non-verbal
  • 00:39:34
    techniques the way you use your voice
  • 00:39:37
    the way you gesture the way you look at
  • 00:39:39
    them by the questions that you ask them
  • 00:39:41
    what are some ways that you can trigger
  • 00:39:42
    them to imately change the way they feel
  • 00:39:44
    without them even knowing you're the
  • 00:39:45
    source of it in order to support them
  • 00:39:46
    and feeling better and being able to
  • 00:39:47
    really hear your message thirdly what
  • 00:39:50
    you really got to be able to do is have
  • 00:39:52
    strategies for Preparation most
  • 00:39:54
    salespeople have call reluctance and
  • 00:39:57
    call reluctance just says if somebody's
  • 00:39:59
    reluctant you to make a call what
  • 00:40:00
    they're saying to me is they're not
  • 00:40:01
    prepared see I have no problem with call
  • 00:40:04
    reluctance not cuz I'm this stud
  • 00:40:06
    although I am
  • 00:40:07
    no seriously because I know who this
  • 00:40:12
    person is and I'm calling on so I have
  • 00:40:13
    no reluctance because they're a friend
  • 00:40:15
    I've got an idea of who they are what
  • 00:40:16
    are they about I try and find out from
  • 00:40:18
    the people I'm getting referrals from
  • 00:40:20
    what is the core of this person what is
  • 00:40:21
    their life about and what do I like
  • 00:40:23
    about that what do I like about this
  • 00:40:24
    person before I even meet them so I want
  • 00:40:26
    to meet them number one and I'm prepared
  • 00:40:30
    I know who this person is I know what my
  • 00:40:32
    product is I know how I can benefit them
  • 00:40:35
    and I gut I believe it before I ever
  • 00:40:36
    walk in the door and you go well Tony
  • 00:40:38
    what if I'm cold calling just knocking
  • 00:40:40
    on doors I can still be prepared because
  • 00:40:42
    if I'm going to walk into an office I
  • 00:40:44
    know the kind of person that's going to
  • 00:40:45
    be there overall I know the kinds of
  • 00:40:47
    desires and needs that people have in a
  • 00:40:49
    particular area of business and so I can
  • 00:40:51
    picture in my mind what they're like so
  • 00:40:53
    I have no call reluctance so we're going
  • 00:40:54
    to talk about how to prepare yourself
  • 00:40:56
    both physically so you know enough about
  • 00:40:58
    the customer emotionally so you're ready
  • 00:41:01
    so you know no matter what objection
  • 00:41:03
    they give you you're prepared because
  • 00:41:04
    I'm curious when somebody says to you
  • 00:41:06
    things like
  • 00:41:07
    well uh I really need to think it over
  • 00:41:10
    call me in a week or somebody says I'm
  • 00:41:12
    just not interested or somebody says you
  • 00:41:14
    know it just costs too much and I I
  • 00:41:16
    can't do it not now what's your
  • 00:41:19
    emotional response do you kind of think
  • 00:41:22
    inside or you go oh great I get to show
  • 00:41:24
    them a new
  • 00:41:25
    possibility right that's the what I want
  • 00:41:27
    you to have and I want you to have tons
  • 00:41:28
    of ways to change it not just this one
  • 00:41:30
    close you've learned fourth strategy is
  • 00:41:33
    strategies for Effective prospecting not
  • 00:41:35
    only preparing but what do you do when
  • 00:41:36
    you meet the prospect so that you can
  • 00:41:38
    immediately get their attention let me
  • 00:41:40
    just say this to you I don't want to
  • 00:41:42
    just have you learn how to sell I want
  • 00:41:44
    you to learn how to enjoy selling
  • 00:41:46
    there's a big difference in my life it
  • 00:41:49
    used to be my goal was to achieve things
  • 00:41:52
    and I got really good at setting goals
  • 00:41:53
    and achieving them but I don't know if
  • 00:41:55
    you've noticed what's happened in your
  • 00:41:56
    life at least happened in my life and
  • 00:41:58
    that is I set these big goals and I went
  • 00:42:00
    and I achieved them and once I got them
  • 00:42:02
    I said is this all there is you know
  • 00:42:05
    it's like anywhere from the first 5 days
  • 00:42:07
    to maybe the first 55 days it was
  • 00:42:10
    wonderful but after that it was like
  • 00:42:12
    well it's nice and so what I've begun to
  • 00:42:14
    realize in my life is that I used to be
  • 00:42:16
    so outcome oriented that that's what my
  • 00:42:18
    whole life was about and if something
  • 00:42:20
    happened I didn't get things the way I
  • 00:42:21
    wanted right that moment I'd be stressed
  • 00:42:22
    what I've learned to do is really learn
  • 00:42:24
    to enjoy the process while I commit and
  • 00:42:26
    get the outcome you know life is a
  • 00:42:29
    process not an outcome not a goal and so
  • 00:42:32
    I think it's important we live it along
  • 00:42:33
    the way so I want to share with you not
  • 00:42:34
    just how to influence people but how can
  • 00:42:35
    you really thoroughly enjoy it that's
  • 00:42:37
    part of my outcome here with you so
  • 00:42:39
    knowing how to thoroughly enjoy
  • 00:42:40
    prospecting is as important as knowing
  • 00:42:42
    how to Prospect and it's more important
  • 00:42:43
    in my mind than just being effective at
  • 00:42:45
    it be effective and enjoy it Fifth
  • 00:42:47
    strategy I've got here for you is the
  • 00:42:49
    strategies of building trust how do you
  • 00:42:51
    walk in to a stranger in a couple
  • 00:42:53
    moments and absolutely have this person
  • 00:42:54
    bond with you feel like they're your
  • 00:42:56
    best friend and all of these top
  • 00:42:58
    salespeople have that ability and they
  • 00:43:00
    do it in a variety of ways and we're
  • 00:43:01
    going to offer those for you sixth
  • 00:43:03
    strategy I got for you here is ways to
  • 00:43:05
    create interest that lasts not just the
  • 00:43:06
    initial moments but will last throughout
  • 00:43:08
    your sales presentation so they want to
  • 00:43:10
    hear what you have to say because one of
  • 00:43:11
    the biggest mistakes that these top
  • 00:43:13
    producers say they see other sales
  • 00:43:15
    people make is they start to go on their
  • 00:43:18
    presentation before they've really built
  • 00:43:19
    any real interest this the person the
  • 00:43:21
    prospect is not interested yet they're
  • 00:43:23
    they got a Meek level of Interest the
  • 00:43:25
    top producers make them hungry
  • 00:43:27
    to hear what they're going to say before
  • 00:43:29
    they ever begin to actually speak about
  • 00:43:30
    it sixth strategy or seventh strategy
  • 00:43:32
    rather is strategies for qualifying the
  • 00:43:34
    prospect what I want to teach you in
  • 00:43:36
    terms of qualifying is not to find out
  • 00:43:38
    do they have any money not to find out
  • 00:43:40
    how many bedrooms and how many baths
  • 00:43:41
    they have not to find out what their
  • 00:43:43
    past policies were like what I want you
  • 00:43:45
    to find out is the core emotion that
  • 00:43:48
    drives this person that they want more
  • 00:43:50
    than anything in life what is the core
  • 00:43:52
    emotional needs what I call is their
  • 00:43:54
    emotional reasons for buying right now
  • 00:43:56
    what would be the most intense emotional
  • 00:43:57
    need this person has in life and then
  • 00:44:00
    teach them how to get that need met
  • 00:44:02
    through your product what is a hurt an
  • 00:44:06
    emotional need that they have that they
  • 00:44:08
    want to
  • 00:44:09
    heal I believe that selling really is
  • 00:44:13
    finding a need and interest somebody has
  • 00:44:15
    turning it into a real need and
  • 00:44:17
    disturbing the prospect letting them get
  • 00:44:18
    the feeling that hey I don't have this
  • 00:44:20
    and I want to have this be a part of my
  • 00:44:21
    life so that they're motivated because I
  • 00:44:23
    believe selling is motivation and so the
  • 00:44:25
    process of really finding out some
  • 00:44:27
    deepest needs is what I call qualifying
  • 00:44:29
    next strategy a strategy for really
  • 00:44:31
    giving them the way to justify buying
  • 00:44:34
    you know it's not enough to get somebody
  • 00:44:35
    emotionally excited or like they really
  • 00:44:37
    want it they got to be able to after
  • 00:44:39
    they get emotionally excited they got to
  • 00:44:40
    be able to justify it have you ever had
  • 00:44:42
    a product like God you were really
  • 00:44:43
    excited about it and you really wanted
  • 00:44:44
    it but you just didn't do it I would
  • 00:44:47
    suggest to you the reason was because
  • 00:44:48
    you couldn't justify it and these people
  • 00:44:50
    who were the best persuaders have
  • 00:44:51
    incredible strategies for showing people
  • 00:44:53
    how to justify being able to do almost
  • 00:44:55
    anything by the way if people are
  • 00:44:56
    motivated enough they'll help you to
  • 00:44:57
    justify for them and last two are
  • 00:45:00
    strategies for closing and commitments
  • 00:45:03
    how do we take any kind of objection
  • 00:45:04
    somebody can give us and turn it around
  • 00:45:06
    with ease and where they enjoy it the
  • 00:45:08
    top persuaders do not answer objections
  • 00:45:11
    they take people's objections and they
  • 00:45:14
    convert them into questions you can't
  • 00:45:16
    answer an objection but you can answer a
  • 00:45:18
    question and there's a big emotional
  • 00:45:20
    difference between answering objection
  • 00:45:22
    and answering a question we're going to
  • 00:45:24
    teach you the techniques that they use
  • 00:45:25
    to do that you'll find them very
  • 00:45:27
    powerful and you'll enjoy again handling
  • 00:45:28
    objections somebody give you objection
  • 00:45:30
    you go oh there's a question that needs
  • 00:45:31
    to be answered and you'll be able to
  • 00:45:32
    have that person feel like all it is is
  • 00:45:34
    a question not an objection and lastly
  • 00:45:36
    how do you make sure that you button up
  • 00:45:38
    the sale that is how do you make sure
  • 00:45:39
    that this sale is going to last so that
  • 00:45:41
    when you walk back outside that door
  • 00:45:43
    that you aren't in a situation where
  • 00:45:45
    you're trying to figure out how you're
  • 00:45:47
    going to make sure that it stays in
  • 00:45:48
    there you're not going by and you know
  • 00:45:49
    checking your phone messages to see if
  • 00:45:51
    they've called to say well we've changed
  • 00:45:52
    our mind well you absolutely know that
  • 00:45:53
    sale is going to last and this person is
  • 00:45:55
    going to help you to get multiple sales
  • 00:45:57
    that the time you spend here doesn't end
  • 00:46:00
    with the few moments you spent with them
  • 00:46:01
    but moves on now we've talked about a
  • 00:46:03
    couple things we want to increase the
  • 00:46:05
    quality of life I want you to take
  • 00:46:06
    control of the strongest power that I
  • 00:46:09
    know of to shape Destiny the power to
  • 00:46:11
    influence and we've said that what it's
  • 00:46:12
    going to take is some initial impact you
  • 00:46:15
    said it's going to take some repetition
  • 00:46:16
    some utilization you'll begin to
  • 00:46:18
    integrate it and then you just got to
  • 00:46:19
    keep reinforcing it because you got to
  • 00:46:20
    make sure you daily condition yourself
  • 00:46:22
    to succeed we said that we're going to
  • 00:46:24
    go from maybe not even knowing how to do
  • 00:46:25
    some of this stuff and in the beginning
  • 00:46:27
    modes where we're you know not very good
  • 00:46:28
    at it we're kind of like working for
  • 00:46:30
    conscious competence it might not feel
  • 00:46:31
    real good but we're going to hang in
  • 00:46:32
    there till we get unconsciously
  • 00:46:33
    competent because we're absolutely
  • 00:46:34
    committed I hope by now you've made the
  • 00:46:36
    decision to master this material if you
  • 00:46:39
    haven't decide now whether you're going
  • 00:46:40
    to or not and if you decide not to
  • 00:46:43
    that's okay with me but I think the
  • 00:46:44
    person that will be cheated would be you
  • 00:46:46
    decide that you'll do whatever it takes
  • 00:46:49
    and then let's make five commitments
  • 00:46:50
    right now number one commitment is
  • 00:46:52
    commitment to stretch yourself what do I
  • 00:46:55
    mean by stretch yourself stretch to me
  • 00:46:57
    is a philosophy it means if I can't do
  • 00:47:00
    something then I must do it and the
  • 00:47:03
    bottom line then is if you find yourself
  • 00:47:05
    saying I can't do this exercise oh God
  • 00:47:07
    you know I can't do that with my kind of
  • 00:47:09
    customer oh you know that's silly or I'm
  • 00:47:11
    not going to do that it sounds dumb what
  • 00:47:13
    I'm asking you to do is say if I can't
  • 00:47:14
    then I must and the value of doing that
  • 00:47:17
    is you get to discover what you're
  • 00:47:18
    really capable of you know most of the
  • 00:47:20
    success that I've experienced in my life
  • 00:47:22
    has come from me by living by this
  • 00:47:23
    philosophy by saying God I really can't
  • 00:47:25
    do that boom then I must and just going
  • 00:47:27
    for it and finding out hey I'm capable
  • 00:47:29
    of a lot more than I ever dreamed of
  • 00:47:30
    before and that stretching means
  • 00:47:32
    stretching yourself in this class
  • 00:47:34
    stretching means that you manage your
  • 00:47:36
    own state that you keep yourself in a
  • 00:47:38
    focused place so you can get the most
  • 00:47:40
    out of this program stretching means I'm
  • 00:47:42
    going to ask you to make this specific
  • 00:47:43
    commitment I want you to be willing and
  • 00:47:45
    and I want you to think about it don't
  • 00:47:46
    do it just because I'm saying it really
  • 00:47:48
    think about it but I don't want if you
  • 00:47:49
    be willing that for the period of time
  • 00:47:52
    of 30 days 30 days that you will double
  • 00:47:56
    the number of prospecting calls that you
  • 00:47:57
    make during those 30 days in other words
  • 00:47:59
    whatever you're presently making you'll
  • 00:48:00
    just double them the reason I ask you to
  • 00:48:02
    do this is a couple things one is
  • 00:48:03
    obvious if you don't do anything else in
  • 00:48:05
    this course but that what will happen to
  • 00:48:07
    your income right that's all you do
  • 00:48:10
    secondly if you're making twice as many
  • 00:48:11
    calls you'll be willing to experiment
  • 00:48:14
    you won't be losing out on anything if I
  • 00:48:15
    give you something to do and you say
  • 00:48:16
    gosh I don't know if I can do that what
  • 00:48:18
    if it doesn't work well you're not out
  • 00:48:19
    anything these are people you never
  • 00:48:20
    would have talked to anyway right so
  • 00:48:23
    what the heck go for it so I'm asking
  • 00:48:25
    you to do that and I want you to decide
  • 00:48:26
    what going to do that and if you are
  • 00:48:28
    You' got to write down why you're going
  • 00:48:29
    to do it because I want to tell you
  • 00:48:31
    something I think persuasion is the
  • 00:48:33
    process of getting people to do things
  • 00:48:35
    for their reasons not yours see if I say
  • 00:48:39
    here's why you should do it I may
  • 00:48:41
    influence you I may not because that may
  • 00:48:42
    be my reason and not yours if you want
  • 00:48:44
    to get yourself to follow through in
  • 00:48:46
    life you know like when people set goals
  • 00:48:48
    their biggest problem is they write down
  • 00:48:49
    the goal but they don't write down
  • 00:48:50
    enough reasons to get it the goal is not
  • 00:48:53
    what drives us it's the reasons that
  • 00:48:54
    drive us so under each one of the
  • 00:48:56
    commitments I want you to think about
  • 00:48:58
    why are you really committed don't just
  • 00:48:59
    say okay I'm committed why because I
  • 00:49:01
    want you to know that consequences that
  • 00:49:04
    is positive and negative consequences
  • 00:49:06
    are what drive all our behaviors
  • 00:49:08
    whatever we associate see if you
  • 00:49:09
    associate doubling those numbers of
  • 00:49:11
    calls if you associate to that oh God
  • 00:49:13
    more work plus I'm going to these
  • 00:49:16
    classes right then it's pretty clear how
  • 00:49:18
    you're going to behave the consequences
  • 00:49:20
    you've Associated or linked are not real
  • 00:49:22
    supportive of you emotionally but if you
  • 00:49:24
    associate doubling the number of calls
  • 00:49:26
    as being creative getting a chance to be
  • 00:49:28
    outrageous getting a chance to have some
  • 00:49:29
    fun getting a chance to maybe try some
  • 00:49:32
    things you didn't think would work and
  • 00:49:34
    discover that you've got some new
  • 00:49:35
    choices maybe doubling your income maybe
  • 00:49:38
    doing more than doubling your income
  • 00:49:39
    because just by making twice as many
  • 00:49:40
    calls doesn't mean you get twice as many
  • 00:49:42
    sales as you do things more and more and
  • 00:49:44
    more Synergy comes into play and all of
  • 00:49:45
    a sudden you'll get even better so what
  • 00:49:48
    you link to this is going to determine
  • 00:49:49
    what you really do so write down some
  • 00:49:51
    reasons to convince yourself just like
  • 00:49:53
    you're going to convince clients you're
  • 00:49:55
    going to convince clients by giving them
  • 00:49:57
    emotional reasons to do things and
  • 00:49:58
    you're also going to give them logical
  • 00:49:59
    reasons to do things I call them Urban
  • 00:50:01
    and luran emotional reasons to buy now
  • 00:50:05
    and logical reasons to buy now and we're
  • 00:50:07
    going to use those terms and the thing
  • 00:50:09
    you fight is people have dominant
  • 00:50:10
    reasons to avoid buying or doing
  • 00:50:12
    anything we call that drab so we're
  • 00:50:13
    going to talk about Urban lurbon and
  • 00:50:15
    drab you'll remember those words here's
  • 00:50:17
    a second commitment I want you to make
  • 00:50:18
    second commitment is I want you to
  • 00:50:20
    commit to be totally responsible for
  • 00:50:22
    what you get out of this program and
  • 00:50:24
    what I mean by that is a lot of people
  • 00:50:26
    hold responsib is this heavy negative
  • 00:50:27
    thing I mean take charge I mean that
  • 00:50:30
    whatever is going on in the material if
  • 00:50:32
    you think well gosh I don't know if
  • 00:50:33
    that's what something I need take charge
  • 00:50:35
    demand from yourself the ability to get
  • 00:50:36
    what you need be responsible I want this
  • 00:50:38
    program to be the best thing you've ever
  • 00:50:40
    gone to but I can't do that by myself I
  • 00:50:42
    need you to make the commitment to say
  • 00:50:44
    I'm going to get what I came here for
  • 00:50:45
    and you've got tons of resources you've
  • 00:50:46
    got me right here sharing with you what
  • 00:50:48
    I know is most important the things you
  • 00:50:50
    and I are going to discover together
  • 00:50:51
    during the process so what this is this
  • 00:50:53
    seminar is not about me teaching you
  • 00:50:55
    this is about experiencing and
  • 00:50:57
    discovering the most important aspects
  • 00:50:59
    of how to influence yourself on other
  • 00:51:01
    people so take advantage of all the
  • 00:51:02
    resources that are here and take
  • 00:51:04
    advantage of the opportunity to apply
  • 00:51:05
    what you've learned which is probably
  • 00:51:06
    the most powerful resource third
  • 00:51:08
    commitment commit to being
  • 00:51:10
    flexible flexibility is the ultimate
  • 00:51:13
    power because what I found is in dealing
  • 00:51:15
    with human beings the person who's most
  • 00:51:18
    flexible controls the situation see if
  • 00:51:20
    you come along and you you know bring up
  • 00:51:22
    an objection and I've only got one or
  • 00:51:24
    two ways to handle that then you may be
  • 00:51:26
    able to dominate the situation because
  • 00:51:27
    you're more flexible than me you got
  • 00:51:28
    more ways to handle my trying to handle
  • 00:51:30
    your objection flexibility means being
  • 00:51:32
    able to embrace things in a way where
  • 00:51:34
    you look at things where you see a new
  • 00:51:36
    possibility continuously where you're
  • 00:51:38
    never stuck you never say well that's
  • 00:51:39
    I've tried everything if you ever say to
  • 00:51:41
    yourself I've tried everything remember
  • 00:51:42
    you're lying you couldn't have tried
  • 00:51:44
    everything or you've gotten the result
  • 00:51:46
    now some things you may not want to try
  • 00:51:47
    but know that there is always a way if
  • 00:51:49
    you're flexible enough you want to keep
  • 00:51:50
    changing your approach in fact I'd say
  • 00:51:53
    to you that in order to be successful
  • 00:51:54
    we've got to number one know our outcome
  • 00:51:56
    we got to know what we're trying to
  • 00:51:57
    accomplish in a given situation two we
  • 00:52:00
    got to get ourselves to take action so
  • 00:52:01
    we're not just hanging out there going
  • 00:52:02
    yeah well this is what I want to do
  • 00:52:03
    someday I'll do it three we got to know
  • 00:52:06
    what we're getting you know are we
  • 00:52:07
    getting closer to our goal or further
  • 00:52:08
    away and then four we got to be will to
  • 00:52:11
    change our approach change our approach
  • 00:52:13
    change our approach until we get the
  • 00:52:14
    result with a client so if I know this
  • 00:52:15
    is the result I want with a client and I
  • 00:52:17
    just try something anything and I'm
  • 00:52:19
    smart enough not to just keep doing it
  • 00:52:21
    but notice whether it's working or not
  • 00:52:22
    if it's not working change and you're
  • 00:52:24
    going to find by that simple four-step
  • 00:52:25
    formula alone you can make some radical
  • 00:52:27
    changes in your sales as simplistic as
  • 00:52:29
    that sounds and our last ones number
  • 00:52:32
    four commit to being a team player and
  • 00:52:35
    what I mean by being a team player is a
  • 00:52:37
    high pressure salesperson is by
  • 00:52:40
    definition a person's whose number one
  • 00:52:42
    focus is always on what are they getting
  • 00:52:44
    out of the situation personally how can
  • 00:52:47
    they make the commission how can they
  • 00:52:48
    close the sale and their income usually
  • 00:52:51
    reflects that they're not extremely
  • 00:52:53
    successful not long term not in today's
  • 00:52:55
    society a person who's a professional is
  • 00:52:57
    a team player what I mean by that is
  • 00:52:59
    their professionalism comes from the
  • 00:53:01
    fact that their number one focus is the
  • 00:53:03
    customer first last always what is the
  • 00:53:06
    customer's needs what's really best for
  • 00:53:08
    them right now if a customer gives me an
  • 00:53:09
    objection rather than saying I got to
  • 00:53:10
    crush the objection the question I ask
  • 00:53:13
    is in spite of their concern is there
  • 00:53:16
    much more value here than the concern
  • 00:53:18
    they're bringing up and if in my gut I
  • 00:53:19
    believe that's true I will go until
  • 00:53:21
    until I persuade that person and not all
  • 00:53:23
    cases but in most cases I will succeed
  • 00:53:25
    because I'm coming from that place and
  • 00:53:27
    the customer knows that as well and by
  • 00:53:29
    the way these five commitments are
  • 00:53:30
    designed to make you more effective in
  • 00:53:31
    your life and more effective in this
  • 00:53:33
    environment see if you're in a position
  • 00:53:34
    where you're committing to stretching
  • 00:53:36
    yourself and you're going to stretch
  • 00:53:37
    yourself you're going to go for longer
  • 00:53:38
    hours than maybe you normally do you'll
  • 00:53:39
    do whatever it takes you'll go out and
  • 00:53:41
    apply things you'll do some silly stupid
  • 00:53:43
    things I'm going to ask you to do when I
  • 00:53:45
    ask you a question I'm with you right
  • 00:53:47
    now in the room if you're hearing me and
  • 00:53:49
    you're experiencing me I'm with you
  • 00:53:50
    right now so when I ask a question you
  • 00:53:52
    respond back out loud what happens is if
  • 00:53:54
    you hear something you remember part of
  • 00:53:56
    it if you hear it and you write it down
  • 00:53:58
    you remember more of it you hear it you
  • 00:53:59
    write it down and you say it out loud
  • 00:54:01
    you'll remember much more of it because
  • 00:54:02
    you've recorded on three levels in your
  • 00:54:04
    head and if you yell it back out or if
  • 00:54:06
    you're a little outrageous or playful it
  • 00:54:08
    makes it even more unique and you'll
  • 00:54:10
    remember that idea even more strongly
  • 00:54:12
    here's the last commitment number five I
  • 00:54:14
    want you to consistently commit to being
  • 00:54:16
    at a high level of energy during this
  • 00:54:17
    program every Peak performer that I've
  • 00:54:19
    met they're not only flexible they're
  • 00:54:21
    not only committed to do whatever it
  • 00:54:22
    takes but somehow no matter what's going
  • 00:54:25
    on around them they manage the State
  • 00:54:27
    they manage to keep their energy at the
  • 00:54:28
    level that it really deserves to be it
  • 00:54:30
    isn't always easy it is always worth it
  • 00:54:32
    the more you give the more you're going
  • 00:54:34
    to receive the more you put into this
  • 00:54:35
    program the more you're going to get out
  • 00:54:37
    right now think about what it really
  • 00:54:39
    means to be a person of
  • 00:54:40
    influence think about what does it
  • 00:54:42
    really mean to be able to change the way
  • 00:54:46
    people feel the way they behave and the
  • 00:54:49
    quality of their
  • 00:54:50
    life think about if that's something
  • 00:54:52
    that's worth putting some hours in
  • 00:54:54
    putting some energy in putting some
  • 00:54:56
    effort in putting some discipline into
  • 00:54:58
    and if you are absolutely committed then
  • 00:55:01
    make it the same level of commitment as
  • 00:55:02
    you have to survive cuz when ask most
  • 00:55:04
    people I said what would you do to
  • 00:55:05
    survive most people go survive huh I'd
  • 00:55:08
    do anything you know no kidding guess
  • 00:55:10
    why so many people
  • 00:55:11
    survive you know because they're
  • 00:55:13
    committed right they're committed to
  • 00:55:15
    surviving it's a must for them well what
  • 00:55:17
    would happen if you were as committed to
  • 00:55:19
    succeeding as you were to surviving what
  • 00:55:21
    would your life be like would your
  • 00:55:23
    income be different would your level of
  • 00:55:25
    happiness be different would you treat
  • 00:55:27
    people better would you treat yourself
  • 00:55:29
    better so my challenge to you right now
  • 00:55:32
    is commit to Excellence commit for the
  • 00:55:35
    time we're going to be here together to
  • 00:55:37
    demanding more of yourself than anybody
  • 00:55:39
    else could ever expect and if you live
  • 00:55:42
    by that idea of demanding more than
  • 00:55:43
    anybody else could ever expect then
  • 00:55:46
    there's absolutely literally no limit to
  • 00:55:48
    the level of success and joy and
  • 00:55:49
    happiness you can have in your life so
  • 00:55:51
    I'm excited about us beginning this
  • 00:55:52
    journey together and let's begin let's
  • 00:55:54
    start right now just by making five
  • 00:55:56
    commitments and then let's come back
  • 00:55:57
    here and let's go through the process of
  • 00:55:59
    selling and see what it really looks
  • 00:56:00
    like what is this process really about
  • 00:56:02
    not the old way we heard it but what is
  • 00:56:04
    really the dynamic aspect of selling as
  • 00:56:07
    we can see it now by studying the best
  • 00:56:09
    persuaders literally in the
  • 00:56:15
    [Music]
  • 00:56:17
    world hi it's Joseph back with you
  • 00:56:21
    again was that awesome or what listen
  • 00:56:24
    did you make the commitments to yourself
  • 00:56:26
    those five commitments I hope you did
  • 00:56:29
    what would happen to the quality of your
  • 00:56:30
    life if you lived by those commitments
  • 00:56:32
    every day now before we go today you'll
  • 00:56:36
    recall that Tony talked about the top 10
  • 00:56:39
    strategies the best 100 salespeople in
  • 00:56:41
    the world share in common we'll be going
  • 00:56:44
    through these steps in this program in
  • 00:56:47
    the meantime I want to ask you do you
  • 00:56:49
    remember the single most important
  • 00:56:51
    difference between the best salespeople
  • 00:56:53
    and everybody else it's compelling
  • 00:56:57
    reasons so don't leave this session
  • 00:57:00
    until you've given yourself some
  • 00:57:01
    compelling reasons to follow through
  • 00:57:04
    take a moment right now if you're in the
  • 00:57:05
    car pull over jump off the treadmill do
  • 00:57:09
    whatever it takes and write down why
  • 00:57:12
    this is a must for you to master how
  • 00:57:14
    will it impact the quality of your life
  • 00:57:16
    and those that you care about pause the
  • 00:57:19
    audio right now take this time and do
  • 00:57:25
    it
  • 00:57:28
    okay did you do it I hope you did if you
  • 00:57:31
    didn't please shut the audio off right
  • 00:57:33
    now and go back and do it it's
  • 00:57:35
    imperative if you did
  • 00:57:38
    congratulations what reasons did you
  • 00:57:39
    come up with are they juicy and
  • 00:57:42
    compelling to you remember sometimes
  • 00:57:44
    words like kick button take names or
  • 00:57:47
    let's rock or do it now or step up have
  • 00:57:51
    much more impact than a phrase like to
  • 00:57:54
    Foster growth in my business Acumen in
  • 00:57:56
    order to create an upward Trend in my
  • 00:57:59
    company's forecasted
  • 00:58:02
    plan No it should be something like I am
  • 00:58:05
    the sales King I kick butt and take
  • 00:58:09
    names I walk this planet knowing that
  • 00:58:12
    wherever I go I have the ability to
  • 00:58:14
    influence people and not just get what I
  • 00:58:16
    want but walk away with 10 times more
  • 00:58:20
    yeah now that works so whatever your
  • 00:58:22
    reasons are and they're different for
  • 00:58:24
    each of us be sure to keep them in in
  • 00:58:26
    front of you each day and stay
  • 00:58:27
    Associated to the why of what you're
  • 00:58:30
    doing now let's get to it be sure to
  • 00:58:32
    finish up your assignment and review
  • 00:58:34
    those five commitments and I'll see you
  • 00:58:36
    tomorrow on your next session when we'll
  • 00:58:38
    learn about what makes people really
  • 00:58:41
    [Music]
  • 00:58:55
    buy
标签
  • Tony Robbins
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  • Joseph McLendon III
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